Creating Rapport With Prospective Clients
I met with a prospective client to present our proposal for marketing and public relations services, and at the end of the meeting, I asked when would be a good time to follow up. He said he would try to review the proposal with the President of the firm on Wednesday, as Tuesday he would […]
Now Available: "Mid-Year Marketing Accelerator" Webinar
Get the most out of your marketing for 2012. Listen to our recent webinar, “Mid-Year Marketing Accelerator: Tune Up and Fast Track Your Marketing.” The webinar discusses what you can do now to get more out of your marketing in the next six months, and lay the groundwork for 2013. The webinar covers a range […]
What In-House Counsel Want – The Recorder
By: Sharon Berman
Published: The Recorder
Among a law firm’s eternal questions is how to best market to in-house counsel. Because in-house counsel are clients of our clients, we are always seeking venues to hear firsthand perspectives on how to do this. What breaks through the barrage of material they receive and differentiates an attorney or law firm? What has motivated them to take the leap of faith required to give a lawyer their first chance doing work for the company? What then makes them willing to expand that share of the available work?
Playing by the A/E/C Rules
I listened to a teleseminar last week, How Buyers Buy A/E/C Services, hosted by RAIN Group. What stuck out for me was the underlying theme of “Know the rules, play by the rules,” which was a reminder that the A/E/C world operates slightly different than other professional services industries. For A/E/C services, everything is centered […]
Real Estate Leaders Share Insight on State of the Market
I recently attended the Commercial Real Estate Women (CREW) California Conference 2012 at the JW Marriott at LA Live. CREW is a premier multi-disciplinary commercial real estate organization that provides its members with information programs, local and national networking opportunities and leadership training. The conference featured many prominent leaders in commercial real estate, including Ted […]
Terms of engagement: Offering your business’ hand in marriage
At a recent Los Angeles Venture Association (LAVA) panel discussion on term sheets, panelist Emily Yukich likened the entrepreneur-investor agreements to engagement rings. It’s an apt comparison: In both cases, the parties are affirming their belief in their relationship in a nonbinding contract that serves as a starting point for formal vows. Term sheets typically […]
Making Yourself Memorable
I was recently reminded by an attorney client that there is a marketing opportunity in even the simplest of daily activities such as email. Upon following up with him regarding approval for a website blurb, I received an out of office reply: “I am presently out of the office seeking to be shark bait on […]
Is Valeting Your Car A Marketing Opportunity?
I recently went to dinner at a sushi restaurant and valeted my car. When I received the valet ticket, I noticed an advertisement for a law firm specializing in auto accidents, personal injury, etc. I was surprised that I hadn’t seen more people advertise on valet tickets and was pleased to see such a creative […]
From the Inside Counsel, Looking Out
In-house counsel can provide significant opportunities for attorneys in private practice—if those attorneys can reach general counsel, meet their specific needs and build a long-term relationship with them. Just how to do that was the subject of a panel discussion (“Effective Approaches to Selling and Building Relationships”) I attended at the Law Firm Marketing Partner […]
Connecting on LinkedIn
For many professionals, LinkedIn serves as a powerful networking and business development tool. The first step is to complete your profile and aim to get it as close to 100% complete (according to LinkedIn’s measurement) as possible. Then you are ready to add connections and build your network. LinkedIn offers a tool to integrate your […]